Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Boost Your Bottom Line: Finding Your Ideal Customer

Transcript

Boost Your Bottom Line: Finding Your Ideal Customer · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. It's a wonderful rainy day in
• 0:04
  Abuja. And so let's get down to today's
• 0:08
  episode. So we're going to pick off where
• 0:10
  we left off. Oh yeah.
• 0:12
  So how to increase your sales conversion rate?
• 0:16
  So if I remember correctly, I think yesterday, I defined what
• 0:19
  sales is for the purpose of this episode.
• 0:22
  And then we looked at the idea behind conversion, the idea
• 0:27
  behind conversions, and that's basically how you move the deal
• 0:32
  forward, complex sales forward by taking things one step at a
• 0:35
  time. If this is your first time
• 0:37
  listening to the show and you're unfamiliar with what a
• 0:40
  conversion is, just go ahead. After you're done listening to
• 0:43
  this, listen to yesterday's episode and you get caught up to
• 0:45
  speed. Then before we continue on to
• 0:49
  give some well deserved shout outs to 44545 people who left me
• 0:57
  messages on the Spotify app. So it turns out that on Spotify
• 1:04
  at the end of each episode there's a default question.
• 1:08
  Some of you answer the questions.
• 1:10
  Basically, you guys have have been giving me feedback, but
• 1:13
  because I'm not aware of all the bells and whistles on Spotify,
• 1:18
  in case you haven't figured out, I'm not a very I'm technical
• 1:20
  guy. I use computers and phones and
• 1:22
  everything for whatever it is that I need to do, but I'm not
• 1:26
  super technical. So I'm only just discovering
• 1:29
  some new features of Spotify. And then this message thing,
• 1:33
  this feedback thing is part of it.
• 1:36
  So if you're done listening to the episode, you got a bunch of
• 1:40
  value from it or you disagree with something that I said, you
• 1:45
  don't even have to wait until the end of the episode to get my
• 1:48
  contact details and shoot me a message.
• 1:50
  You can do so right in your Spotify app.
• 1:53
  You can say what it is you loved, what it is that you
• 1:55
  hated, or whatever. Luckily, for now, I haven't
• 2:00
  gotten any messages saying that there was anything that I put up
• 2:05
  that people hated. So a shout out to Esther
• 2:08
  Ayodele, who in her comments said that I sound like Woozy and
• 2:14
  she's the second or third person who is mentioning this Woozy
• 2:17
  fellow. So I have to go on, check the
• 2:19
  interwebs and see who Woozy is and why I keep getting this
• 2:23
  comparison between both of us. I think I've seen a photo of him
• 2:29
  or a video of him somewhere. I didn't pay attention to the
• 2:32
  content, but yeah, so far there are some similarities because
• 2:37
  we're both bald with both black. We're both big guys.
• 2:42
  It'll be nice to see what any similarities they are in content
• 2:45
  as well. Oh, by the way, he's South
• 2:47
  African. I am not.
• 2:49
  Just in case, you know, for those of you who are not
• 2:51
  Nigerian, I do think my name Tavi Shima Ayede, you know, you
• 2:54
  think it's exotic or something because there are some people
• 2:58
  who I think I'm from South Africa.
• 3:00
  Some people think my name is Japanese.
• 3:03
  I've heard what else, you know, different places.
• 3:06
  Any bottom line Esta IO daily. Thank you very much for the
• 3:10
  comment. I hope I keep giving value to
• 3:14
  you over here on the podcast and it will be nice for you to pop
• 3:18
  in again on a future episode to leave whatever comments that
• 3:22
  you'd like to. Then there is DD didn't leave a
• 3:26
  real name and she said she was happy that I was.
• 3:29
  I was speaking about women. And I'm glad to get that kind of
• 3:33
  comment because like I pointed out that even though over 70% of
• 3:37
  the listenership of the show is dudes, guys, men, I would like
• 3:42
  more women to listen to the show so deeply share the podcast.
• 3:48
  That particular episode in particular, because I think that
• 3:51
  was the episode where I think was the episode where I spoke
• 3:56
  about being authentically you and, you know, being a girl boss
• 3:58
  and all that. So please share the episode to
• 4:02
  other women in business or who are trying to navigate difficult
• 4:07
  careers or difficult leadership situations because that was what
• 4:11
  that podcast episode was about. So share it to other women, let
• 4:15
  them get some Nuggets from it as well, and let's see how we can
• 4:18
  grow the listenership base of the podcast and yet more women
• 4:22
  on board. Then there was some T, or is it
• 4:27
  Sun T with a capital letter T who said that he found the
• 4:32
  podcast to be educating. Thank you very much for that.
• 4:37
  It's nice to know the particular episodes that you guys find
• 4:41
  valuable and the topics that resonate with you guys.
• 4:46
  And then there was Daffy. That's DAFE, who found, OK, I
• 4:52
  can't remember the podcast title, found it valuable.
• 4:55
  That's the episode title. And I think what struck him was
• 4:59
  that my emphasis on after sales retention, that it's not about
• 5:03
  how much money you make, that, you know, in traditional sales
• 5:06
  theory, it's not about how much money you put in your pocket
• 5:09
  now. It's also about how much value
• 5:12
  you can inject into the equation over the long term so that you
• 5:15
  can also derive more financial returns.
• 5:18
  In other words, if you take a million now, you put it in your
• 5:21
  pocket and your profit margin on that is, I don't know, 400K?
• 5:25
  That's cool. But the real magic is going to
• 5:27
  be if you can get that person who spent a meal with you now to
• 5:31
  spend another meal with you every two or three years down
• 5:37
  the line. And that's where the real magic
• 5:38
  happens. OK, let me make it.
• 5:39
  Let me make it more relatable, OK Bread.
• 5:45
  Yes, because after all, that was my first example on the podcast
• 5:48
  in my the bread fellow that I ran into in Carnival.
• 5:51
  So you sell a loaf of bread right now in Abuja, loaf of
• 5:55
  bread currently between 1005 and maybe 2000.
• 5:59
  So if you make one sale and somebody buys a loaf of bread
• 6:01
  for 2000 naira and let's say your profit on that is 400
• 6:05
  bucks, you pocket the 400 bucks. That's cool.
• 6:08
  That's a good sale. But the real magic happens if
• 6:11
  you get that person to buy the bread today and the person buys
• 6:15
  next week and the person buys 52 weeks of the year.
• 6:18
  So that way instead of making a profit margin of 400 bucks now
• 6:22
  and that was it, you end up having a lifetime customer value
• 6:26
  of 400 * 52. So whatever it is, you math
• 6:31
  people, you know, run the math and, and that's the figure.
• 6:36
  So that's a lifetime customer, lifetime value of someone.
• 6:39
  But of course that's just for one year and then you spread it
• 6:41
  out over a couple of years. Of course, if the person gets
• 6:45
  married, if he or she gets married and then they have kids,
• 6:47
  the number of loafs of bread that they have to buy and go up.
• 6:52
  And that's that's pretty much what after sales retention is
• 6:55
  about. If you do business with 100
• 6:57
  people, it's not going to be good.
• 6:58
  If you do business with 100 people and then next year fifty
• 7:01
  of them go and buy from someone else, you're only doing business
• 7:03
  with 50. You're hemorrhaging people.
• 7:05
  There's a problem with your after sales retention.
• 7:08
  The attrition is too high. You're going to be losing money
• 7:10
  because you're spending too much time and money trying to replace
• 7:15
  people who are disappearing. And then for all the people who
• 7:18
  disappear, when somebody buys a loaf of bread from you today and
• 7:21
  doesn't come back next week, you think, yeah, there's no loss,
• 7:25
  But actually it is a loss because if the person stayed
• 7:28
  with you and bought for the whole year, just like I said,
• 7:30
  your profit margin is not going to be 400 naira.
• 7:33
  It's going to be 400 naira multiplied by 52 weeks of the
• 7:37
  year. So shout out to Esther IO, daily
• 7:42
  D, Som T and Daffy, thank you very much for the comments on
• 7:47
  the show. I'm sorry that it took me so
• 7:50
  long. I think one of you left the
• 7:53
  comments about 3 or maybe four months ago.
• 7:55
  And that's because, like I said, I'm still learning all the bells
• 7:58
  and whistles and all the features on the Spotify app.
• 8:02
  So if any of you leave comments and I don't respond immediately,
• 8:07
  that's the reason why because I'm still getting familiar with
• 8:09
  this. Oh, by the way, one added
• 8:12
  benefit of listening to this podcast on Spotify is because
• 8:15
  Spotify now has an auto generate transcript.
• 8:19
  So if I'm saying stuff and I'm talking too fast or I say stuff
• 8:25
  without spelling, and I mentioned some resources, all
• 8:29
  you have to do is when you're listening to the podcast,
• 8:32
  there's an auto generate feature or there's a transcript tab.
• 8:37
  If you're listening on a mobile device, you just tap that and
• 8:40
  you can see exactly what it is that I'm saying at any given
• 8:42
  point in time. In fact, if you're one of those
• 8:45
  people who is using the transcribe feature right now,
• 8:51
  you should be seeing the words flowing on your screen as you're
• 8:55
  listening to this audio of me talking.
• 8:58
  So give it a try. You're only going to be able to
• 9:01
  send me messages on Spotify. You will also have the auto
• 9:05
  generate transcript. I tried to see if I could copy
• 9:08
  and paste but I couldn't figure out a way.
• 9:10
  If you can, then the good thing is you'll be able to copy the
• 9:14
  transcript and then you have juicy content that you can refer
• 9:21
  to later on from me and the good folks at Spotify free of charge.
• 9:27
  So with the shout outs out of the way, let's head to how you
• 9:30
  can increase your sales conversion rate.
• 9:33
  It just occurred to me that I defined conversion but I didn't
• 9:37
  define conversion rate. Well, apologies about the noise
• 9:40
  from the background. Like I said, today's a rainy day
• 9:42
  over here in Abuja. It's been raining since about
• 9:46
  656 AM and still raining now and I can't complain although I have
• 9:53
  laundry that is not dry yet. But aside apart from that, it's
• 9:57
  nice cool weather, so I can't complain.
• 10:00
  So I think in tomorrow's episode, I'll define what a
• 10:02
  conversion rate is. We'll just run over the math
• 10:05
  about how you figure out what your conversion rate is.
• 10:07
  But for now, if you want your conversion rate to go up, we are
• 10:11
  going to look at a couple of things that you need to do.
• 10:13
  And since we've already done 10 minutes so far of the episode, I
• 10:17
  think I'll just head straight to it.
• 10:18
  And I'm only going to tackle one thing right now.
• 10:20
  And I think tomorrow we'll figure out how to calculate the
• 10:23
  sales conversion rate. And then we'll do one more thing
• 10:25
  and then run through another two or three ideas two or three days
• 10:31
  down the line and then we'll bring this question to a close.
• 10:36
  So if you want your sales conversion rate to go up, if you
• 10:42
  want the likelihood that when you talk to XYZ number of people
• 10:46
  that a couple of them will take the next step in closing the
• 10:50
  deal, in moving the business relationship forward.
• 10:53
  Then the most obvious thing that you have to do is you have to
• 10:57
  make sure that you are targeting the right audience and targeting
• 11:01
  the right people in the 1st place.
• 11:03
  Because if you're targeting the right people, these are the
• 11:06
  people who are most likely to convert.
• 11:10
  I think in an older podcast episode where I spoke about ICP
• 11:15
  ideal customer profile, your ideal customer audience, your
• 11:19
  ideal customer avatar, your, your favorite customer, whatever
• 11:25
  it is, ideal customer, whatever it is you want to call it.
• 11:28
  The example that I gave was for someone who sells shoes and who
• 11:31
  sells female shoes. And the example that I gave was
• 11:34
  if you sell female shoes, you better off, I mean, best believe
• 11:38
  that you have to be targeting women of a certain age of a
• 11:42
  certain class living in a certain part of the city.
• 11:46
  And that is where you should be spending most of your time.
• 11:49
  I don't sell shoes by the way, but that's just my guess that if
• 11:52
  you sell working shoes, you're better off, Let's say you're
• 11:54
  based in Abuja, you're better off targeting women of working
• 11:57
  age in Abuja, in Central business district.
• 12:01
  That's just my guess. So if you were to start spending
• 12:06
  time with men, would that be a waste of time?
• 12:10
  It might be. It would make the job a whole
• 12:12
  lot harder because the primary audience is females.
• 12:14
  So the more time that you can spend going after the females,
• 12:17
  then that would be the best thing to do.
• 12:20
  If you're going after a man trying to get him to buy shoes,
• 12:22
  then you had better be sure that he has a wife or he has a
• 12:26
  daughter or he has a girlfriend who is within that demographic
• 12:30
  that you're targeting. And in that case, the guy is
• 12:35
  going to buy the shoes for his loved one.
• 12:40
  And the extreme example that I gave was if you're now talking
• 12:43
  to a man who has no wife because he's a widower, who has no
• 12:47
  daughter because he only had sons and who has no mom, OK, Or
• 12:52
  maybe his mom is retired and who has no female friends, then if
• 12:55
  all you do is sell female shoes, then you're wasting time
• 12:59
  spending all your time with that fellow.
• 13:00
  So we need to start off trying to target the right people from
• 13:03
  the 1st place because that increases the likelihood that
• 13:06
  they're going to convert. So for someone who sells shoes
• 13:09
  to working class women in Abuja, the more time you spend with
• 13:13
  women of working age, let's say 25 to 35, who work in the
• 13:17
  central business district in Abuja, the more time you spend
• 13:20
  with that demographic, the likelihood that your conversion
• 13:23
  rates, the normal people who take the next step is going to
• 13:26
  go up. If you sell female shoes, the
• 13:30
  more time that you spend with men, you'll find that the
• 13:33
  conversion rate is going to go down because it's not a very
• 13:37
  tight fit when it comes to the right audience.
• 13:39
  So the right audience are the people who are most likely to
• 13:43
  convert. If you want your conversion rate
• 13:45
  to go up, make sure that you spend the most time with those
• 13:48
  people from the get go. Start from the beginning,
• 13:51
  chasing those people, pursuing those people.
• 13:55
  Make sure spend the most time with them and your conversion
• 13:58
  rate goes up. So who is your ideal audience?
• 14:01
  There's a different way of thinking about it.
• 14:02
  First of all, you want people who want what you have, who need
• 14:05
  what you have, and who can afford what you have.
• 14:07
  If people want want it, they need it, they like it, they love
• 14:10
  it, but they can't afford it, then that's not your ideal
• 14:13
  audience. Or maybe you want to sell
• 14:17
  cheaper. But if you've been listening to
• 14:19
  the show, you know I'm not a fan of all those sorts of things.
• 14:21
  I really think if there's a problem, the last thing you
• 14:24
  should tweak is the money is the price.
• 14:29
  I'll do a podcast episode about why that's the case, but just
• 14:32
  take it from me right now in faith that the last thing you
• 14:36
  should tweak should be the money.
• 14:37
  Tweak all kinds of things, tweak your copy, tweak your messaging,
• 14:41
  maybe even try a new audience. Tweak every single thing first
• 14:45
  before you start saying let me take my price down from 2005 to
• 14:50
  1008. Maybe that's going to give me
• 14:52
  some more some more sales. So we have to start off thinking
• 14:55
  about people who want, who need, who can afford.
• 14:57
  I will try to go after them. It would also help.
• 15:01
  So excuse me. It would also help if we.
• 15:07
  Where was I? Yeah.
• 15:08
  So it would help if we also pay attention to people who we enjoy
• 15:11
  working with and people who have not too much friction in the
• 15:14
  process. Because there are times that we
• 15:17
  have people who want what we have, need what we have, and
• 15:19
  they can afford what is that we offer.
• 15:21
  But those people are just the pain in the behind to work with.
• 15:25
  And I will tell you from my own personal experience, stay away
• 15:27
  from these people. If you run into two or three of
• 15:30
  them in a year, they can wreak havoc on your confidence.
• 15:33
  I'm speaking from first hand experience.
• 15:35
  I've had a nasty experience like that.
• 15:37
  The exchange was terrible. I felt like breaking the girls
• 15:40
  the the lady. I felt like breaking her
• 15:44
  husband's head because he was being an idiot.
• 15:47
  And after everything, I went to the wedding planner because I
• 15:51
  like to let my people know what's up.
• 15:54
  If you send a job through, if you refer a job to me, I'll do
• 15:57
  my best. But whether things go well or
• 16:00
  not, I always like to go back to the first source to let me know
• 16:02
  what's up. Like, thank you very much for
• 16:03
  hooking me up with this business.
• 16:05
  This is how things turned out. What do you think we could have
• 16:07
  done better, you know, blah, blah, blah, Because I want to
• 16:09
  keep that relationship nice and smooth.
• 16:11
  So I show up to the wedding planner and it turns out that
• 16:15
  she was in the middle of planning, you know, her own
• 16:16
  thing. So a bunch of other vendors were
• 16:18
  there and we all happened to work on this wedding.
• 16:22
  And yeah, so I started off like, hey, babe, sorry.
• 16:26
  You know, this bride, you know, like this, like this issue that
• 16:29
  we had, I just like, don't worry, don't sweat it.
• 16:31
  Like she quarried with all of us.
• 16:32
  And then everybody started giving their own horror stories.
• 16:35
  And then I felt I still didn't feel 100% good because I don't
• 16:42
  like it when you. I don't like it when I tried to
• 16:45
  run something and anything doesn't click, it doesn't work.
• 16:49
  So, but still, it just made me realize that I was sane after
• 16:54
  all, because she ended up, the bride ended up fighting with
• 16:58
  every single person. So it wasn't just the
• 17:01
  photographer me that she fought with.
• 17:03
  She fought with the makeup artist, she fought with the
• 17:05
  planner, she fought with a bunch of the ushers, she fought with
• 17:09
  the caterer, she fought with everybody.
• 17:12
  So yes, there are some of those clients that you will meet who
• 17:15
  will pay you well. If you tell them my charge is
• 17:19
  1.2, they'll give you that 1.2. But then dealing with that will
• 17:22
  be an absolute nightmare. I don't think these sorts of
• 17:25
  people should be. You should regard these sorts of
• 17:28
  people as your ideal customer segment, your ideal audience,
• 17:35
  your ideal avatar. I don't think you should put
• 17:37
  these people there because the money that they bring is OK, but
• 17:43
  then there's that downside. The downside is a knock on your
• 17:46
  confidence. And the downside also is, what's
• 17:51
  that word? What's that word?
• 17:52
  I can't remember the word anyway.
• 17:53
  But The thing is, those people take a whole, they take a lot of
• 17:56
  your time. So trying to service them means
• 17:59
  you're going to be spending a lot of time doing damage control
• 18:04
  and things of that nature. And sorry, I had to move because
• 18:07
  the rain is getting worse and I'm not sure how much of that is
• 18:10
  bleeding in through the microphones.
• 18:12
  So those sorts of people, even though they have all the money
• 18:14
  in the world, I don't think you should make them as part of your
• 18:16
  ideal audience, your ideal customers.
• 18:20
  But I have met some people who say what they do is everything.
• 18:24
  This person is going to be a problematic case.
• 18:26
  Then they triple the money so that at least the money will be
• 18:29
  worth the worth the worth their while at the end of the day.
• 18:35
  So maybe you can try that strategy.
• 18:36
  So if typically what you charge is 250K for whatever it is you
• 18:39
  offer, you're having a chat with this person, you think this
• 18:43
  person is going to be a difficult client, Then instead
• 18:46
  of telling the person 250, just tell the person 7:50 so that if
• 18:49
  he or she is going to be an idiot about the whole thing, at
• 18:52
  least you would have had an extra 500 K to soothe your
• 18:57
  soothe your sorrows. So people who want and who need
• 19:02
  and who can afford. We also have to make sure that
• 19:05
  there's no people who enjoy working with and there's no
• 19:08
  friction in the working relationship, customers that
• 19:11
  have good margins because for people that we work with that
• 19:15
  have poor margins, it's also the same problem because the money
• 19:18
  is not worth the hassle. Your motivation is going to go
• 19:21
  down in some cases, your attention to detail because not
• 19:25
  most people can't work diligently, can't strive
• 19:29
  diligently on something for long periods of time if they are not
• 19:32
  being adequately compensated. So these are the sorts of things
• 19:35
  that you should look at to make sure that you are targeting the
• 19:38
  right audience. So how do you find this kind of
• 19:42
  people? The primary way that I recommend
• 19:46
  because since I work with people who are SM ES, I'm working with
• 19:49
  people who already have some sort of trading history.
• 19:52
  You know, you've been in business a couple of months or
• 19:53
  been in business a year. So you have trading history that
• 19:56
  you can look at. You have WhatsApp messages you
• 19:58
  can look at, you have invoices that you can look at.
• 20:01
  You have CRM entries that you can look at.
• 20:03
  You have things that you can look up to, say I dealt with. 50
• 20:07
  people last year out of the 5025 were men.
• 20:12
  For the men who are between the ages of this and this, the women
• 20:15
  were between the ages of that and that or well, OK, maybe it
• 20:20
  doesn't have to be that academic.
• 20:22
  You know that breaking down the demographic to be that academic.
• 20:26
  But The thing is, by the time you look at your WhatsApp
• 20:28
  messages, you'll be able to get the sense that, oh, OK, it looks
• 20:32
  like in the last year I've been doing business with certain
• 20:36
  kinds of people. I've been dealing with guys that
• 20:38
  are like this or ladies that are like that, or people who work in
• 20:42
  this kind of organization or people who believe these kind of
• 20:45
  things or like these certain kinds of things.
• 20:48
  So looking at your trading history is a good way to figure
• 20:50
  out who is part of your ICP, your ideal audience, the right
• 20:55
  people that you're supposed to be running after.
• 20:57
  Then customer feedback is also a good way to figure out who your
• 21:00
  ideal audience is. And I can testify to that
• 21:04
  because in my business consulting activities, I didn't
• 21:08
  even know who my ICP was until one day somebody told me like,
• 21:11
  oh, you're really good with this SME thing, blah, blah, blah, and
• 21:14
  on and on and on. And the thing just stuck in my
• 21:17
  head because the person said specifically SM ES.
• 21:20
  And that was the beginning of me realizing that, OK, actually the
• 21:24
  best time, the most fruitful time that I spend with folks,
• 21:28
  consulting for folks, those people happen to be SM ES small
• 21:32
  and medium scale. So even though I want to help
• 21:35
  people who are just fresh and starting out, it turns out that
• 21:40
  my air of specialty, the most fun, I have, the most fruitful
• 21:44
  engagements, not just for me as a consultant, but for the other
• 21:47
  person, turns out to be the people who are in the SME space,
• 21:50
  not necessarily people who are fresh and just starting.
• 21:54
  But of course, I have a soft spot for you guys, those of you
• 21:57
  who you haven't even figured out what it is you want to do yet.
• 22:00
  So I give my contact details at the end of every episode, reach
• 22:04
  out, shoot me a message. You know, if I have some
• 22:06
  downtime and I can help, I can help explore a couple of ideas
• 22:10
  with you guys. So having conversations with the
• 22:13
  customers that you already have, getting feedback from them about
• 22:17
  what you do best, what you could have done better, things you
• 22:20
  ought to improve, things like that will give you ideas about
• 22:24
  who your ideal audience is. And then of course, you can sit
• 22:31
  down, you can brainstorm, do some ideation, use
• 22:33
  chargeability. You know, you type in, I am a
• 22:36
  Carpenter starting out my carpentry practice in the lorry.
• 22:40
  I specialized in modern, Modern furniture of the UK style, blah,
• 22:46
  blah, blah. I'm thinking of starting into
• 22:49
  going into the business and finding people within the social
• 22:53
  and so income range. Who do you think I should be
• 22:55
  running after? Yeah.
• 22:57
  And then you send. ChatGPT is going to give you a
• 23:00
  couple of suggestions. Some of the things that you put
• 23:03
  out will make no sense. Ignore the things that don't
• 23:05
  make sense. But then you're going to say a
• 23:07
  couple of things that make sense, the ones that make sense.
• 23:09
  Take it, apply it, run with it. If it works out well, then you
• 23:13
  now know, OK, I guess this class of people should be my ICP after
• 23:17
  all. Because you might be thinking
• 23:20
  that. OK, I'm entering into this
• 23:21
  carpentry business. It's usually women who pay
• 23:24
  attention to styling and decor in the house.
• 23:26
  So I should be chasing women who work in the corporate space,
• 23:29
  maybe Zenith Bank, and you start chasing them.
• 23:31
  But then you might find out that your best customers might be
• 23:35
  politicians, maybe local government chairman who have
• 23:38
  plenty of money and blah blah, blah.
• 23:41
  The point I'm trying to make is that you never know.
• 23:44
  You might think it might be female banking executives that
• 23:48
  will be where your daily bread will come from.
• 23:50
  But then when you enter into the field, you find out that your
• 23:53
  daily bread actually is coming from local government chairman
• 23:56
  and traditional chiefs. So just ideate, brainstorm, go
• 24:01
  out into the market, get some feedback, take those lessons
• 24:04
  learnt and then you have all the information that you need to
• 24:09
  chase after people and only people who are your ideal
• 24:13
  customer, ideal customer base, your ideal customer audience.
• 24:18
  And like I said, if you start off chasing the right people
• 24:24
  from the beginning, the chances are that you're going to get
• 24:26
  sweet conversions in the process and more money at the end.
• 24:30
  The chances of that goes up. So that's all for today.
• 24:33
  Thank you very much for your time and attention.
• 24:35
  Connect with me on WhatsApp. The phone number is 08064662140
• 24:41
  and the country code is +234. For those of you who are not
• 24:44
  Nigerian, then connect with me on LinkedIn.
• 24:47
  My name is Tavish Hema Ayede, I'm the host of the show.
• 24:49
  You can confirm the spelling of my name from the link where
• 24:53
  you're currently listening to this episode, and you'll also be
• 24:55
  able to see my e-mail address. For those of you who are e-mail
• 24:58
  junkies, you only prefer to reach out to people through
• 25:01
  e-mail. So thanks for your time and
• 25:02
  attention. I'll catch you guys tomorrow
• 25:04
  where we should discuss how to calculate the sales conversion
• 25:08
  rate and then we'll see if we can delve into two or three
• 25:12
  other tips about how to boost your conversions.